This is a very interesting question.
When is price less important to you?
Yes, that’s correct.
Price is LESS important when you value what you are paying for, even if it’s MORE!
I’m sure at some point, you have been in the situation where you were really stretched to be able to afford something, but then you found a way to pay for it. And glad you did.
I believe it is very arrogant to believe that you have some magical skill that allows you to remove a customer’s concern about the price of something. What really happens, is the customer still believes something costs a lot, but they buy it because they believe it is worth it and they are willing to pay more.
So, how does this work with dentistry?
Have you heard your patients say this? “Wow that’s a lot.” “I wasn’t expecting to pay that much.” “Oh, I’m not sure I can afford it right now.”
These comments are all quite normal to initially hear from some of your patients.
What we pay for something IS important to MOST people.
But you know you have been able to create a different perspective in the eyes of your patients when you hear them say this:
“Wow, that’s a lot but I know this can’t wait and it’s important to get done.” “I wasn’t expecting to pay that much but it will be worth it in the long run.” “Oh, I can’t afford it right now but I’ll find a way to do it.”
You know your patient’s mindset has shifted when they say this to you.
The question is, how do you help your patient make the shift from, “Wow that’s a lot.” to “Wow, that’s a lot but I know this can’t wait and it’s important to get done.”?
Every patient needs a sense of urgency and importance for their dental treatment.
Often the discussions we have with patients are brushed over quickly and any uncomfortable conversations are avoided. After all you don’t ever want your patient to feel uncomfortable or is it about you not wanting to feel uncomfortable telling patients something they may not want to hear.
These uncomfortable conversations are all part of helping patients shift from being concerned about how much they will pay, to the concern of what will happen if they do not go ahead with their treatment.
You haven’t pushed aside their concerns about the price, you have moved it down their list of priorities and what is most important to them.
For some patients this shift can take time and for others they get it straight away.
Be patient with your patients.
We set priorities for everything we spend our money on, and dentistry is no different.
There are the patients who will always place their health first and those that need a gentle nudge to take their health to the top of their priority list or close by!
Your job as Health Professionals, both clinical and non-clinical, is to help nudge your patients so they see their dentistry is important, there are consequences of delaying treatment, and their dentistry is worth the price they pay.
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THE DENTAL PHONE EXCELLENCE ONLINE MASTER CLASS 2024
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2024 is here! Let’s hit those goals, empower your team and do what you have never been able to do before!
Your team do not need a day off work to attend this Master Class. YOUR TEAM can complete the Dental Phone Excellence Master Class right there in your practice at their own pace. The BEST part of my Master Class is that you have it FOREVER once you purchase the Master Class.
It’s time to say GOODBYE to New Patients calling your office and NO APPOINTMENT ever being made, people calling your office about the price and never making an appointment and your patients continually calling to cancel their appointment!
There are 7 Learning Modules in this Master Class
• Module 1: How to Effectively Communicate with Your Patients
• Module 2: The 8 Steps to the New Patient Call
• Module 3: How to Answer the Questions Callers Ask
• Module 4: Correct and Easy Appointment Scheduling
• Module 5: How to Prevent and Handle Cancellations
• Module 6: How to Follow Up Your Patients
• Module 7: Giving the Very Best Patient Experience
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There are a total of 42 Learning Videos and over 60 Worksheets, Checklists, Templates, Scripts and Flowcharts to help support your team’s learning.
This program has been designed to teach dental teams how to communicate more effectively with their patients and get better results.
This Master Class is easy to understand, easy to work through and you can go through the program at your own pace.
This is the Master Class that guarantees your success when you start using the strategies and skills we go through together.
To secure you LIFETIME access to my Master Class click the link below. It is that fast and easy to get!
www.dentalphoneexcellencemasterclass.com
I look forward to seeing you all get the RESULTS you deserve and MORE!
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Call Tracking Excellence
Click this link to find out how to get started. It’s that easy! http://www.calltrackingexcellence.com/
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